Decision level

The level of a customer's hierarchy at which the contract is signed and the renewal decided: the group, the entity, the site or the store, per customer and per product. Measures are computed there; levels beneath are dimensions that explain them. Too low and one customer becomes forty; too high and forty buyers become one.

DefinitionThe level of a customer's hierarchy at which the contract is signed and the renewal decided: the group, the entity, the site or the store, per customer and per product. Measures are computed there; levels beneath are dimensions that explain them. Too low and one customer becomes forty; too high and forty buyers become one.

Per product at the same customer

Contracted consumables at the system; capital equipment at the hospital. The hierarchy records the level per agreement.

Dated parents

An acquisition is a new parent row with a date, never an overwrite.

How it is used

For each customer hierarchy the master records the level where the contract is signed and the renewal decided. Renewal, concentration and coverage measures are computed at that level.

Example

A hospital group's forty sites order separately, and the group procurement office signs the agreement. The decision level is the group: one renewal, one relationship to cover, forty ship-to addresses.

Where it goes wrong

Measuring at the ordering level. A rep covers thirty sites diligently and has never met the person who decides.

Articles that use this term

Data quality and reconciliation

Account hierarchy: parents, subsidiaries and the level you actually sell to

How to build and use an account hierarchy for sales analytics: the levels that exist in most customers, group, legal entity, site, department, the one level where the buying decision is made and every measure is computed, the levels beneath kept as dimensions, the dated parent mapping that survives acquisitions, the identity that revenue sums identically at every level, and the two mistakes that produce forty customers where there is one and one where there are forty.

16 Sept 20263 min read Data quality and reconciliation

How to build a customer master from scratch: the fields that matter, and the ones that do not

A customer master is the file that says what each account is, and most companies have three that disagree. This guide sets out the eight fields a master needs for coverage and share-of-wallet analysis, identifier, parent, segment fields, size, owner, status and dates, where each comes from, the fields that seem useful and are not, the rule that one system is the source for each field, and the monthly check that keeps the master true.

16 Sept 20263 min read Wallet share and penetration

Whitespace by industry: what an empty cell is on twelve desks

Whitespace is an account-by-product grid with empty cells that similar accounts have filled, and what the product is changes by desk: a category, a practice, a policy line, a strategy, a service line, a site, a programme. This hub gives, for twelve industries, the rows and columns of the grid, what makes an empty cell count, how it is valued, and the guide for each.

16 Sept 20263 min read